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Seth Godin has taught and inspired millions of business owners, entrepreneurs and marketers with his bestselling books. For the first time ever, Godin goes deep and reveals the innermost core and foundation of his marketing wisdom in “This Is Marketing.” 

In this book you’ll learn: 

• * How to build trust and permission with your target market.
• * The art of positioning: deciding not only who it's for, but who it's not for.
• * Why the old approaches to advertising and branding no longer work
• The surprising role of tension in any decision to buy (or not).
• How marketing (is at its core) … about the stories we tell ourselves about our social status.
• And Much, Much MORE!

Great Book!

To build your Brand recognition your primary goal should be to achieve authority status in the minds of your prospects and clients. But you’ve got to become more than an authority today if this is going to work for you. 

You’ve got to become a Trusted Authority. Trust is one of the most valuable assets you can own, & trust in your professional reputation is now more important than the quality of the products or services you sell.  That’s not my opinion. That’s according to the 2012 Edelman Trust Barometer

Today you’ll get the perfect script for transitioning from your pitch into your closing sequence.  But before I give you the script, I’m going to tell you what “NOT” to say.  I hear business owners (and their teams) across the country using this strategy and it’s not only killing their conversion ratio … it’s killing their profits too. 

The biggest mistake you can make when you’re transitioning into your closing sequence is to ask your lead “So what did you think?” (OR) “How does that sound?”

The benefit tiedown framework, the ultimate technique for seamlessly transitioning into your closing sequence.  Virtually everyone sells features when pitching internet leads.

The benefit tiedown framework, the ultimate technique for seamlessly transitioning into your closing sequence.  Virtually everyone sells features when pitching internet leads.

The most effective business owners and their sales teams, however, sell features and benefits and then use the tie down process to anchor the sale

• Features are what you do
• Benefits are why it matters to the lead
• Tiedowns ensure that the lead agrees throughout the pitch, that the various features benefit them

Today we’re covering the Sales Control™ System “Five-Yeses” technique, and the success of this element is why digging deep is so mportant.

This is why I told you to write down everything your lead tells you earlier in this process. So, all we’re doing with the “Five Yeses” technique is placing the answers that our leads provided for our digging deep questions into our script.

From there, you simply read them back to your lead and BAM!.. you’re perfectly set up for a successful closing sequence.

One of the worst feelings you can have occurs when you’ve finished a killer sales pitch to a highly-qualified internet phone lead & then BAM! You’re blindsided by an objection that you didn't see coming like: “Thanks for your time but I need to think about it.”

With Sales Control™ when you get to the end of your call you’re gonna ask your leads if there’s any reason they can’t move forward today. Where you’ll use the most effective method for proactively uncovering hidden objections I’ve ever discovered.

I just finished reading Godin’s newest book “This Is Marketing”, which was awesome.  I’m starting, however, the series off with Godin’s previous book “Linchpin” because it’s the perfect primer for “This Is Marketing.” Linchpin reviews the rapid changes that are (and continue) taking place in the marketplace.  

The premise of Linchpin is that you must become indispensable… an artist among drones.  If you or your business is simply “a better version of more of the same”, your future is in peril.

After reading Amberly’s book I knew that I had to have her as a guest on the show.  Not only because of her story, but because of the unbelievable obstacles she’s faced and ultimately OVERCOME. 

Her story is not only riveting but it will encourage and edify you and provide a framework for helping you through the challenges and difficulties life (and business) throws at us on a daily basis.  

We wrap up the interview with me giving Amberly a few simple suggestions to grow her business even bigger.

When it comes to building trust with Internet leads, we’ve found that keeping it simple and focused is what works best. In fact, there are only 2-things you need to say in order to build enough trust with your lead to:

1. Get them mentally ready to buy, and
2. Ready to move into the next phase of the call.

“Co-Branding” - Who can you align your brand with that consumers already trust? and

“Statistics” -  How can you convey numerically that you are the clear choice to work with?

Today I’m going to show you the “Digging Deep” technique, which is the Linchpin of the Sale Control™ system’s phone sales technique for Internet Leads.  The technique that makes it virtually impossible for internet leads to “NO” to your offers.  

It’s critical that you implement this process early in the call because if you don’t, you’ll have no idea what to say when you get to your sequence.

Digging deep allows you to start thinking about a strategy for closing the lead before you get to the end of the call.